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    Is Your Sales Dashboard Showing you the Right Metrics?

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    Why do I need a Compensation Plan Designer?

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    Variable Compensation and the Gig Economy

    Variable Compensation and the Gig Economy

    7 Step Guide to Building a Profitable Sales Territory Plan (with Examples)

    7 Step Guide to Building a Profitable Sales Territory Plan (with Examples)

    “Look At Our Dashboards”

    “Look At Our Dashboards”

    Introduction to Sales Operations

    US Tech Market Forecast Shows a Best-Case 5% Drop in 2020

    Forecasting in a Time of Uncertainty: Tech Markets

    It’s Time to Re-prioritize Accounts and Re-balance Routes to Market

    It’s Time to Re-prioritize Accounts and Re-balance Routes to Market

    Deal Optimization – Key to Survival

    Deal Optimization – Key to Survival

  • Sales Compensation
    • All
    • ICM Tools
    • Incentive Travel
    • Plan Design

    Sales VP Compensation – Sales Plan or Executive Plan?

    Does the size of our company determine which SPM platforms we should evaluate?

    Does the size of our company determine which SPM platforms we should evaluate?

    What is the Difference Between a Commission and a Bonus?

    What is the Difference Between a Commission and a Bonus?

    How much of our sales team should we include in our President’s Club?

    How much of our sales team should we include in our President’s Club?

    Sales Compensation Plan Templates

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    The 21 Buying Methodologies

    The 21 Buying Methodologies

    New Sales Leader? Avoid these 3 Common Mistakes

    New Sales Leader? Avoid these 3 Common Mistakes

    What’s Your Ideal Customer Profile

    What’s Your Ideal Customer Profile

    A Guide to OKRs for the Sales Ops Leader

    A Guide to OKRs for the Sales Ops Leader

    4 Keys to Successful Sales Management Meetings

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    Sales Math: The Impact of Discounting

    Sales Math: The Impact of Discounting

    Revenue Operations Holds the Key to Unlocking Growth in 2022

    Revenue Operations Holds the Key to Unlocking Growth in 2022

    Sales Math – Pipeline Principles

    Sales Math – Pipeline Principles

    What’s The Purpose Of A Pipeline Review?

    What’s The Purpose Of A Pipeline Review?

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    What’s Your Ideal Customer Profile

    What’s Your Ideal Customer Profile

    The 5 Levels of Relationship in Sales

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    Training Reinforcement: Is it Back to Business as Usual?

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    Give your Sales People what they need!

    Give your Sales People what they need!

    Which Sales Methodology?

    Which Sales Methodology?

    The Rise of Virtual Selling and the Implications for Sales Enablement

    The Rise of Virtual Selling and the Implications for Sales Enablement

    A Sales Enablement Conundrum: Who’s Coaching the Coach?

    A Sales Enablement Conundrum: Who’s Coaching the Coach?

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    Data Science and Sales Operations: Driving Greater Predictability Together in Uncertain Times

    Data Science and Sales Operations: Driving Greater Predictability Together in Uncertain Times

    Building a B2B SalesTech Stack for Growth

    Building a B2B SalesTech Stack for Growth

    Does the size of our company determine which SPM platforms we should evaluate?

    Does the size of our company determine which SPM platforms we should evaluate?

    The Boom In Sales Technology

    The Boom In Sales Technology

    Setting your 2021 CRM Enhancement Priorities

    Setting your 2021 CRM Enhancement Priorities

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    Do You Really Need Sales Automation?

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    Use Tableau to Track the Virus Through Actionable Data

    “You Are Doing Everything Wrong!”

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    What to Measure in Sales?

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    How Sales Reps Are Hitting Quotas Without Hitting the Streets

    Buying Is About People, Why Isn’t Selling?

    Buying Is About People, Why Isn’t Selling?

    The secret to High Performing Sales Teams – Analytics

    The secret to High Performing Sales Teams – Analytics

    Variable Compensation and the Gig Economy

    Variable Compensation and the Gig Economy

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The 21 Buying Methodologies

David Brock by David Brock
in Enablement, Excellence
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Recently, I’ve been somewhat fixated on the concept of methodologies. I wrote Which Sales Methodology and The Next-Gen Sales Methodology. The first article focused on current sales methodologies, I referred to an article discussing 21 Sales Methodologies. In the second, I suggested a Project Management/Problem Solving approach to the next gen sales methodology.

I wanted to test some of my thinking about both the current and future methodologies. In doing this, I developed the following premise:

“For a selling methodology to be effective, there has to be a buying analogue/counterpart to the methodology”

Stated differently, if we are going to align ourselves with the customer buying process, our methodology must align with and complement the buyer’s methodology. Absent this, we will work at cross purposes with what the customer is trying to achieve, consequently less effective and impactful in working with the customer.

RelatedPosts

New Sales Leader? Avoid these 3 Common Mistakes

What’s Your Ideal Customer Profile

A Guide to OKRs for the Sales Ops Leader

The 5 Levels of Relationship in Sales

The easiest way to test this is to take our major selling methodologies and look for the buying equivalent of the methodology.

For example, is there a “Major Account Planning Buying Methodology?” Or is there a “MEDDIC Buying Methodology,” or a Sandler, Challenger, SNAP, SPIN, CHAMP buying methodology?

Buyers don’t think in those terms. They are foreign to them, they are artifices created by sales people to communicate with each other, but not necessarily impactful to the engaging the customer and how they buy. In fact, they stand in the way of effectively engaging the customer because they focus on our effectiveness, efficiency, and goals. They tend focus on what we do to the customer, not how we work with the customer.

Buyers tend to think in different ways, if anything they organize their buying approaches around problem solving and projects. They spend time understanding and defining the problem they want to address, and developing a plan of how they are going to address it.

It would stand to reason, if we really want to connect with our customers, our methodology would tend to mirror or complement their methodology and approaches.

This isn’t to say there aren’t useful tools and approaches within the various methodologies that are helpful in project management/problem solving. For example, the SPIN questioning technique is a very powerful tool for customers to incorporate into their own problem identification methodologies. Or the concepts of Challenger/Insights to look at their own businesses differently. Likewise the concepts of GAP buying can be very powerful to think of current and future states.

But to maximize our own effectiveness and impact in engaging customers our selling methodology must mirror the customer buying methodology.

So perhaps it’s time to look at a selling methodology that focuses on project management/problem solving if that is the methodology our customers use to buy.

Related Posts:

  • Which Sales Methodology?
  • Do We Need A Sales Process Or A Sales Methodology?
  • A Next Gen Sales Methodology
  • It Still Is All About Implementation And Execution!
  • Buying Process Or Selling Process Or Sales Methodology

The post The 21 Buying Methodologies first appeared on Partners in EXCELLENCE Blog — Making A Difference.

Tags: Customer JourneyFeaturedMethodologySales Wisdom
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New Sales Leader? Avoid these 3 Common Mistakes

David Brock

David Brock

Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments.

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